Head Institution Sales

**JOB DESCRIPTION:** -------------------- **Primary** **Job** **Function:** Lead and accelerate growth across ECommerce, Institutional Sales, Corporate Accounts and Strategic Partnerships. Responsible for developing new channels, building high-value healthcare ecosystem partnerships, and driving sustainable revenue growth through innovative commercial models and strategic collaborations. **Core Job Responsibilities:** **Business Growth & Channel Leadership** * Develop and execute the national strategy for ECommerce, Institutional Sales and Strategic Partnerships. * Identify and develop new channels and growth opportunities to drive incremental revenue and market expansion. * Deliver topline growth across institutional, corporate, ecommerce and partnership channels. * Lead annual operating plans, forecasts and long-term growth strategies. **Institutional & ECommerce Sales** * Drive sales growth through hospitals, diagnostic chains, corporate accounts, pharmacies, healthcare networks and **ecommerce platforms**. * Build strategic account plans and develop long-term customer relationships across key accounts. * Lead commercial negotiations, contract execution and business reviews with key customers and partners. * Evaluate, onboard and scale emerging ecommerce and digital healthcare platforms. **Strategic Partnerships** * Proactively identify and develop partnerships across the healthcare ecosystem, including pharma companies, health-tech players, diagnostics, disease management providers, wellness chains and other emerging healthcare organizations. * Drive executive-level engagement with partners to shape strategies, co-create solutions and build long-term value-based relationships. * Lead development and execution of joint business plans, governance frameworks and growth initiatives with strategic partners. * Build deep relationships with C-suite leaders and key stakeholders across commercial, supply chain, health economics, biomedical and quality functions. * Develop innovative partnership models, programs and services that accelerate business growth and patient access. **Stakeholder & Cross-functional Leadership** * Collaborate closely with India Leadership, Legal, Finance, Quality, Customer Service and other cross-functional teams. * Lead and influence cross-functional stakeholders in a matrix environment to ensure flawless execution of strategic initiatives. * Foster a high-performance culture focused on growth, innovation and customer value. **Supervisory/Management Responsibilities:** **Direct Reports:** 4 **Indirect Reports:** NA **Position Accountability/Scope:** * National responsibility for driving revenue growth across **ECommerce**, Institutional Sales, Government channel, Corporate Accounts and Strategic Partnerships. * Accountable for building and scaling new growth channels, partnerships and commercial opportunities that strengthen ADC's market leadership and long-term growth agenda. * Responsible for delivering topline performance and business plan execution across all assigned channels and strategic accounts. * Leads strategic engagement with key customers, ecosystem partners and executive stakeholders to create sustainable, value-driven business models. * Operates in a matrix environment, influencing cross-functional teams across Sales, Marketing, Finance, Legal, Quality, Customer Service, Product Management and Business Development. * Collaborates closely with India Leadership and Area Leadership to identify, develop and execute strategic growth initiatives. * Expected to shape medium and long-term channel, partnership and customer strategies that expand patient access and accelerate business growth. **Minimum Education:** * Bachelor's degree * MBA or other advance degree **Experience** * 12+ years of experience in e commerce, sales, business development, key account management or commercial leadership. * Strong Healthcare, FMCG, pharmaceutical or health-tech industry experience. * Proven track record of managing large strategic accounts, partnerships and complex commercial negotiations. * Experience leading multi-channel businesses, including institutional and digital commerce channels. **The base pay for this position is** N/A In specific locations, the pay range may vary from the range posted. **JOB FAMILY:** --------------- Sales Force **DIVISION:** ------------- ADC Diabetes Care **LOCATION:** ------------- India > Mumbai : BKC Building **ADDITIONAL LOCATIONS:** ------------------------- **WORK SHIFT:** --------------- Standard **TRAVEL:** ----------- Yes, 25 % of the Time **MEDICAL SURVEILLANCE:** ------------------------- Not Applicable **SIGNIFICANT WORK ACTIVITIES:** -------------------------------- Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)